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IGNOU MS-62 Code Details
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University
IGNOU (Indira Gandhi National Open University)
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Title
Sales Management
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Language(s)
English
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Code
MS-62
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Subject
Marketing Management
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Degree(s)
MBA (MS)
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Course
Core Courses (CC)
IGNOU MS-62 English Topics Covered
Block 1 - Sales Management Functions
- Unit 1 - Introduction to Sales Management
- Unit 2 - Personal Selling
- Unit 3 - Sales Process
- Unit 4 - Computer Systems and Applications in Sales Management
Block 2 - Selling Skills
- Unit 1 - Communication Skills
- Unit 2 - Sales Presentation
- Unit 3 - Negotiation Skills
- Unit 4 - Retail Communication Sales Displays
Block 3 - Sales Force Management
- Unit 1 - Job Analysis, Recruitment and Selection
- Unit 2 - Training the Sales Force
- Unit 3 - Compensation and Motivation of Sales Force
- Unit 4 - Monitoring and Performance Evaluation
Block 4 - Planning and Control of the Sales Effort
- Unit 1 - Sales Planning
- Unit 2 - Sales Organisation
- Unit 3 - Sales Forecasting and Sales Quotas
- Unit 4 - Sales Budgeting and Control
Block 5 - Case Studies
- Unit 1 - Case-1 Puripen: Selecting the Communication Mix
- Unit 2 - Case-2 Devox (India) Limited: A Less Expensive But Complaining Customer
- Unit 3 - Case-3 National Electrical Engineers Limited: Sales Contest for Sales Staff Motivation
- Unit 4 - Case-4 The Genuine Charcoal Filter: Sales Monitoring Control System
- Unit 5 - Case-5 Asia Pacific Electricals Limited: Territory Planning and Management
- Unit 6 - Case-6 RQL Limited: Budgeting and Cost Control Systems
IGNOU MS-62 (January 2024 - July 2024) Assignment Questions
1. (a) Explain the terms sale and distribution in the context of sales management function. Discuss the role of sales and distribution strategy in the exchange process.
(b) Discuss the term, scope and evolution of personal selling in the Indian context. List out and explain the situations conducive for personal selling.
2. (a) What are selling skills? Discuss the various selling skills that you are familiar. Highlight how these sellings skills help enable sales personnel.
(b) Distinguish between recruitment and selection. When and why selection process assume significance? Highlight the most commonly used selection tools.
3. (a) Elaborate the significance and purpose for training in an organisation. Discuss the methods of identify training needs. What makes sales training a continual activity?
(b) Explain the need and key objectives of monitoring sales function in an organization. Discuss the basic issues that one has to consider in the evaluation of salesmen.
4. (a) Explain the term sales territories. Discuss the steps involved in territory planning and its importance.
(b) Explain the purpose of sales forecast and sales quotas in the context of sales management function.
Discuss the meaning and importance of sales budgeting. What are the various methods that a sales manager would consider in preparing the sales budget?
IGNOU MS-62 (January 2023 - July 2023) Assignment Questions
1. (a) Distinguish sales from marketing and explain the terms. Elaborate the need and scope for the interdependence between sales and distribution functions.
(b) Explain the terms “Personal Selling” and “Salesmanship” with suitable illustrations. Try and track the growing importance of personal selling in the last decade. (You may access secondary data sources/Internet-source)
2. (a) What are Selling Skills? List out the sellings skills and the role, scope and significance in selling jobs. Pickup one each from FMCG Company and another from a service firm and explain the importance of these skills. .
(b) What is negotiation? Discuss the steps involved in negotiation.
3. (a) What are the components of compensation? Explain the various kinds of compensation plans (both direct and indirect).
(b) Why does territory planning assumes a key responsibility of a sales manager? Discuss the approaches to territory design in managing the sales function effectively.
4. (a) What are the needs and the reasons for establishing sales organization in an enterprise? Discuss.
(b) Explain the need and objectives of monitoring sales forces. Discuss the basic issues in the evaluating process of salesman.
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